Description

SESSION JUL/AUG 2024
PROGRAM BACHELOR OF BUSINESS ADMINISTRATION
(BBA)
SEMESTER III
COURSE CODE & NAME DBB2105 ADVERTISING AND SALES

Assignment Set – 1

1. Discuss the concept of advertising along with its five basic components. Throw some
light on the history of the advertising.
Ans 1.
Concept of Advertising
Advertising is a form of communication used by businesses, organizations, or individuals to
promote their products, services, ideas, or causes. It is a paid, non-personal method of
conveying messages to a targeted audience through various media channels such as
television, radio, newspapers, social media, and the internet. The primary goal of advertising
is to inform, persuade, and remind consumers about the offerings of a brand, ultimately
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2. Write a detailed note on Hierarchy-of-Effects model of advertising.
Ans 2.
Hierarchy-of-Effects Model of Advertising
The Hierarchy-of-Effects Model, introduced by Robert J. Lavidge and Gary A. Steiner in
1961, is a well-known framework in advertising that explains how advertising influences
consumer behavior over time. This model describes the step-by-step process consumers go
through, from becoming aware of a product to eventually making a purchase decision. It
provides a structured approach to understanding and designing advertising campaigns by
focusing on the progression of consumer responses. The model is widely used by marketers
3. Discuss print advertising. Also, explain the characteristics of the press, include
suitable examples to support your answer.
Ans 3.
Print Advertising
Print advertising is one of the oldest and most traditional forms of advertising that uses
printed media such as newspapers, magazines, brochures, and flyers to promote products,
services, or ideas. Despite the rise of digital advertising, print media remains a popular choice
for its tangible nature and ability to reach specific target audiences. Businesses use print
advertising to convey detailed messages, build brand awareness, and establish credibility.
This form of advertising offers high-quality visuals, permanence, and a sense of authenticity
Assignment Set – 2
4. Explain sales management strategies in detail, include the suitable examples to
support your answer.
Ans 4.
Sales Management Strategies
Sales management strategies are structured approaches used by organizations to achieve their
sales objectives effectively. These strategies ensure that sales processes are aligned with the
company’s goals while optimizing resources and improving performance. Effective sales
management involves setting targets, managing sales teams, and monitoring performance to
ensure success. Below are key strategies, supported by relevant examples.
1. Setting Clear Sales Goals
Clear and measurable goals provide direction and motivation for sales teams. For example, a
5. Discuss the concepts of personal selling. Detail the objectives of personal selling.
Ans 5.
Concept of Personal Selling
Personal selling is a direct form of communication where a salesperson interacts with
potential customers to promote and sell a product or service. Unlike mass advertising,
personal selling involves one-on-one interaction, which allows for personalized attention,
addressing specific customer needs, and building strong relationships. It is particularly
effective for complex products that require detailed explanations or customized solutions,
6. Write a detailed note on types of sales organization structures, include suitable
examples to support your answer.
Ans 6.
Types of Sales Organization Structures
A sales organization structure refers to the framework used to organize a company’s sales
efforts, ensuring that roles, responsibilities, and resources are allocated effectively to achieve
business objectives. The structure determines how sales teams operate, report, and collaborate
to meet organizational goals. Different types of sales organization structures are employed
based on the company’s size, market, product portfolio, and target audience. Below are the